By Robert Estupinian In this article I wanted to discuss the valuable concept of follow-up and why it is not working in many businesses today. Recently, I had the opportunity to attend a professional services conference during which I left my contact information at many vendor booths. Three weeks later only two of the many […]
You Just Can’t Beat Them Into Producing (Part 2)
In part one we introduced some of the problems companies face when simply demanding more from their salespeople these days. In this second part we will look at where the hidden costs are for most companies and what can be done to overcome a non producing salesperson or sales team. Although what is discussed here pertain […]
You Just Can’t Beat Them Into Producing (Part 1)
The recent economic challenges has caused many owners and managers to have a sense of urgency in bringing in sales like never before. It was not long ago when simply having the open sign turned on meant people would buy and revenues would come int. Not anymore. The desperation caused by low sales numbers had […]